Iannarino

MARCH 13, 2024

It is common for large, mature sales organizations to have several salespeople who once acquired new logos, but haven’t signed a new major client in ages. These salespeople won some gargantuan clients because they developed relationships with them and effectively pursued them. Since the contract was signed, these clients have been generating enough commissions that the senior salespeople are comfortable with their income and become complacent.

Commission 247

Commission Contract Represent Clients 247

Partners in Excellence

MARCH 13, 2024

Preface : I met John Callies in our very first sales training class for IBM. We were at Endicott, New York, where most of entry sales training was conducted. Through our first year, every few months we’d see each other in Endicott at another class. We lost track of each other–John ended up going to senior executive levels in IBM, eventually was the General Manager of IBM Global Finance.

Sell 117

Sell Finance Clients Up-sell 117

Search Engine Land

MARCH 13, 2024

Performance Max campaigns have become incredibly popular among PPC advertisers due to their automation and simplicity. However, one consistent pain point has been the lack of visibility into search queries triggering ads. Without this data, optimizing Performance Max campaigns has been limited. Relief seemed at hand when, in February 2023, Google introduced the campaign_search_term_insight report, which includes a field with the search term.

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CTR Campaign Conversion Process 117

Partners in Excellence

MARCH 13, 2024

We still have very antiquated views of our “value proposition.” Most of the time, we restrict it to the value that might be realized through the purchase and implementation of our solutions. Ideally, we will have developed a business case for our solutions, perhaps looking at cost reduction, ROI or some other financial return the customer should expect from our solution.

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Presentation Process Customers Product 116

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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

Sales

Search Engine Land

MARCH 13, 2024

I noticed that an emphatic comment by Google’s VP of Search, Hyung-Jin Kim , at SMX Next in November 2022 passed without much discussion in the SEO community to this day. He said (my emphasis): “E-A-T is a template for how we rate an individual site. We do it to every single query and every single result. It’s pervasive throughout every single thing we do.

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Niche Engineering Follow-up Process 116

The Digital Technology

MARCH 13, 2024

As companies pursue large-scale digital transformation initiatives, managing the exploding volume of data generated across a proliferating technology landscape grows increasingly complex. This forces many to reevaluate their traditional centralized data warehousing approach. Does it still make strategic sense?

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Strategize Technology Technology 111

Martech

MARCH 13, 2024

Surveys and focus groups are the go-to methods for gathering customer insights to drive marketing strategy. However, they have major flaws like inherent biases, poor predictive power, high costs and responder fatigue. It’s time to move beyond these outdated tactics. Today, AI-powered tools like data mining and sentiment analysis offer a powerful way to augment and improve customer research.

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Drivers/motivators Customers Technique Engineering 108

Search Engine Land

MARCH 13, 2024

YouTube announced a series of updates aimed at simplifying content management and monitoring for creators. These updates include: Notifying creators when issues prevent tagged products from being displayed. Making it easier for viewers to access subscribed content. Launching a Clips Library. Extending the “known issues” filter chip to Studio mobile.

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Product Launch Gaming Campaign 112

Martech

MARCH 13, 2024

In the dynamic world of consumer-packaged goods (CPG), my curiosity has converged around brands, consumer behavior, behavioral economics and the intriguing domain of artificial intelligence. What excites me most about this landscape is AI’s ability to increase efficiency and drive creativity. AI: A driver of creativity and efficiency AI isn’t just a tool; it’s a transformative force for creativity, augmenting human ingenuity rather than replacing it.

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Drivers/motivators Technology Technology Launch 107

SaaStr

MARCH 13, 2024

Dear SaaStr: How Do I Increase Pricing Again Without Angering Customers? One simple thought: earn it. First, plan to increase pricing in general once a year, each year for new customers. But earn it. And generally for new customers, not existing customers. How much? Well, that will depend on how much additional value you’ve added over last year, how strong you stack up vs the competition, and how strong your brand is.

Price 106

Price Customers Start-ups Closing 106

Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin

As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.

Product

Search Engine Land

MARCH 13, 2024

TikTok rolled out a new feature called Creator Search Insights, allowing creators to track trending search terms on the platform. Accessible through the app by searching “Creator Search Insights,” this tool aims to provide creators with valuable insights to inspire and enhance their content creation process. Why we care. Creating trending content has the potential to boost your visibility and reach on TikTok, as there’s active demand for it.

Launch 101

Launch Sports Market share Meeting 101

Understanding the Sales Force

MARCH 13, 2024

Lately, when I talk with people, the most popular topics for discussion are Politics, March Madness, and the movies and TV shows they are streaming. Personally, I substitute Baseball for the middle topic because college baseball is in full swing and we’ve been traveling to watch our son, a college senior, play college baseball. But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back when our sales training and coaching is sp

Manufacturing 80

Manufacturing Territory Price Finance 80

Search Engine Land

MARCH 13, 2024

Best of the SearchBot showcases Search Engine Land’s SearchBot’s responses to prompts submitted by readers. The language model is based on content from Search Engine Land layered on top of ChatGPT. The editors of Search Engine Land selected this response for its usefulness and have supplemented it with additional relevant content. I am the first generative AI chatbot for search marketers.

Real Estate 98

Real Estate Click Through Rate CTR Angle 98

David Meerman Scott

MARCH 13, 2024

As a unit, the combined sales and marketing team is charged with leading buyers along the sequence of interactions that lead to business success. But marketers and salespeople have different roles. By making certain we understand the difference, we can close the gap between marketing and sales and grow business faster.

Sales 83

Sales Closing 83

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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

Sales

Search Engine Land

MARCH 13, 2024

One of the biggest mistakes I see time and time again with B2B content is that it misses the point that you are selling to a human. The naming conventions B2B and B2C have forced us to think that each need a completely different approach, but often they don’t. When we turn up to work, we aren’t able to put ourselves into robot corporate mode. We are still that human that was at home in the morning and has many different motivational drivers.

Drivers/motivators 91

Drivers/motivators B2B B2C Quota 91

Adaptive Business Services

MARCH 13, 2024

Providing that you and your firm are capable of servicing them, high value deals are often much easier to secure than are smaller ones. They are also easier to keep, but you have to continue to work to ensure that. Newer sales reps may avoid these, primarily due to a lack of confidence. That’s understandable but, once they see success in this arena, watch out!

Electricity 78

Electricity Price CRM Consult 78

Membrain

MARCH 13, 2024

Everyone inside a company has their own point of view, but when we talk with executives , sales professionals, customer success team members, and everyone in between, there is one thing many of them seem to have in common:

Customers 75

Customers Sales 75

Martech

MARCH 13, 2024

Gaurav Kachhawa is the CPO of Gupshup, which builds advanced conversational messaging platforms. He knows AI both through his work and working with clients as they deploy it. He gave us a look at what he expects in the very near future with artificial intelligence. ( Interview edited for length and clarity.) Q: What do you see happening right now with business and AI?

Hospitality 82

Hospitality Appointment Technology Technology 82

Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive

Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!

Sales

SalesLoft

MARCH 13, 2024

With 130+ integrations and an open API, Salesloft puts an end to siloed workflows, costly shelfware, and repetitive tasks that slow your team down.

Technology 84

Technology Technology Sales 84

Understanding the Sales Force

MARCH 13, 2024

Lately, when I talk with people, the most popular topics for discussion are Politics, March Madness, and which movies and TV shows they are streaming. Personally, I substitute Baseball for the middle topic because college baseball is in full swing and we’re traveling to watch our son, in his senior year, play college baseball. He started strong which you can see here.

Territory 69

Territory Manufacturing Finance Consult 69

G2

MARCH 13, 2024

Providing excellent customer service is crucial, especially in the travel industry. Slow and unsatisfactory service when dealing with travel stress can ruin your customers’ opinion of your brand.

Service 64

Service Customers Networking 64

The Advantexe Advisor

MARCH 13, 2024

Being “ghosted” by a customer, colleague, supplier, or anyone else in your business ecosystem that have an established relationship with can be very unsettling. Being ghosted refers to the sudden and unexplained cessation of any and all communications without any idea why. In most cases, you have reached out with good intent, and haven’t done anything “wrong,” but nothing.

Customers 64

Customers Sales 64

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Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. Organizations with a standard onboarding process boost employee retention by 58% and increase productivity by 50%. Unfortunately, many companies struggle with inefficient processes that lead to high turnover and missed revenue opportunities.

Sales

Martech

MARCH 13, 2024

Meta unveiled updates to its Advantage+ and Shopping Ads, designed to help brands improve engagement, drive conversions and deliver more personalized ads. The platform claims the updates will help give consumers “the confidence to make a purchase after seeing an ad.” Advantage+ creative optimizations. This feature automatically optimizes video ads to fit Reels or the mobile Facebook and Instagram apps with a 9:16 aspect ratio.

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Retail Launch Campaign Networking 68

Highspot

MARCH 13, 2024

Artificial Intelligence (AI) is reshaping sales, transitioning from a buzzword to a core component of how sales teams connect, predict, and work. AI can enhance every customer interaction and leverage predictive analytics to spot trends early. Let’s explore how AI can become your team’s MVP, making your sales efforts more competitive. What is Artificial Intelligence?

Cross-sell 52

Cross-sell Sales Pipeline Follow-up 52

The Digital Technology

MARCH 13, 2024

In the present quick-moving business climate, the improvement of supply chain management is basic for guaranteeing functional proficiency, decreasing expenses, and fulfilling client needs.

Presentation 45

Presentation Clients 45

G2

MARCH 13, 2024

The role of help desks continues to expand, and now that hackers see them as potential weak links, companies need to improve their cybersecurity capabilities.

Networking 45

Networking 45

Speaker: Evelyn Chou

Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.

User Experience

SaaStr

MARCH 13, 2024

Is Generative AI going to be transformative or incremental for your startup? Are you re-vampimg your entire product roadmap, or sprinkling AI in along the way? A panel of AI-driven organizations took the stage at SaaStr Annual to talk about the trends and opportunities of GenAI and how it’s shaped their companies. In this session you’ll hear from: Ravi Rajamani, Managing Director and Global Head of GenAI at Google Lilian Breidenbach, Co-founder and Managing Director of Legal OS Harpinder S

Legal 87

Legal GTM Technology Technology 87

Search Engine Land

MARCH 13, 2024

The U.S. House of Representatives approved a bill requiring ByteDance, the owner of TikTok, to sell the platform or else face a total ban in America. Under the new legislation, ByteDance has a six-month ultimatum to divest its controlling stake in TikTok, or else it will lose its 150 million users in the States. Why we care. A U.S. ban on TikTok would significantly impact advertisers, especially those targeting Gen Z.

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Government Legal Represent Sell 80